Winning new business is increasingly challenging, but equally more opportunity exists than ever before. As end-user organisations seek to understand a rapidly moving technology landscape and identify how they can adopt new technologies, the role of the reseller has never been more important.
The process for lead generation has been evolving at a fast pace as prospects engage increasingly online, and meetings have shifted to virtual platforms. While many see more meetings in their diary, it is unlikely this will retain to pre-pandemic levels, and we will all need to adapt to new ways of working and securing the leads and opportunities we need.
Pragma work as an integral part of a resellers sales and marketing machine. Our marketing function develop and deliver content across multiple platforms to cater to reseller marketing challenges. The Pragma sales team will support the reseller in every aspect of new business, from supporting lead generation teams with product and marketing knowledge to directly providing digital marketing training and content.
Alex Green, Marketing lead at Pragma, has seen the complexity and capability of resellers marketing teams change significantly: “Video is more important than ever as resellers recognise the shift in people’s desire to consume content in this way. Our resellers work hard to deliver fresh and insightful content to help end-users understand complex technology and see how it can make a difference in their business. Having a good video content strategy is key, and our team supports resellers with hundreds of branded videos available to get the right messaging across.”
A great example is Pragma reseller Chrome Telecom who experimented with the premise of how a business can work efficiently from anywhere using Ericsson-LG technology. They organised to temporarily move their ‘office’ to the sunny beach of Hengistbury Head in Dorset for the afternoon, demonstrating that they can process orders, host virtual meetings with their customers and deal with support enquiries all from a hotspot signal.
Dan Woodham, Managing Director at Chrome, commented: “You have to stand out from
the crowd, but we also wanted to demonstrate that we use our technology. Showing customers how they can use technology and demonstrating to an end-user the benefits they can get is critical. It’s about changing customers’ perception and showing what can sometimes be perceived as complex technology concepts are simple and used in the right way can really help businesses succeed.”
Chrome used this as an opportunity to work with GetCrisp to create a series of engaging videos and deliver significant coverage across social media channels. Sharing this information with prospects shows just how easy remote working can be with the right technology.
Speaking about reseller marketing activity is Richard Knight, the Founder and Director of GetCrisp Digital Marketing agency: “We’ve seen a significant increase in companies embracing digital marketing strategies to drive additional leads to their business. A remote sales approach has also heightened the need for tech companies to make the quoting process slicker using engaging video content and proposals. This often gives our clients the edge over their competitors. The use of tech
like the Pragma Hub, designed for easily quoting clients and with the potential of integrating with CRM and billing systems, reduces the chance of human error, improves the customer experience, reduces admin time and significantly increases ROI.”
As well as content-driven marketing, the traditional telemarketing approach remains a vital part of most resellers lead generation programmes, and Pragma sees this continuing. The change is around integrating telemarketing processes into a content-driven approach. Through social media, email marketing, SEO and organic search, you can create multiple touchpoints with a prospect.
The Pragma team can help resellers find the right approach for winning new business with Ericsson-LG iPECS technology and ensure the reseller stays as the trusted technology advisor.
